Unit 1 Cooperation or Investment Intentions

1. Unit 1Cooperation or Investment Intentions In this unit, you will: • Review terms commonly used in business. • Learn and understand conversations about cooperation and investment. • Learn how to ask for and receive information regarding business opportunities.

2. WARM-UP LISTENING Key • Section A • Directions: You will hear 5 sentences. Listen to each sentence, and then decide what the best response should be. • 1. a. We might want to invest in that. c. It’s time for an adventure. • b. You have done what? d. Don’t say that! • 2.a. If it’s approved, then we can proceed. c. Where is the analysis? • b. It’s his trademark. d. We must maximize the profit. • 3. a. Good idea. Let’s get this in the open air. c. What is the agenda? • b. Sorry, I don’t know. d. No, I can do it myself. • 4. a. Will it reduce indoor pollution? c. There is no profit. • b. Don’t be modest. d. It does not produce an income. • 5. a. I don’t have any ideas. c. I prefer to export raw materials. • b. It doesn’t matter. d. I’m in agreement.

3. WARM-UP LISTENING • 1. The analysis shows that we can acquire his company at a bargain price. • a. We might want to invest in that. c. It’s time for an adventure. • b. You have done what? d. Don’t say that! • 2. We submitted an application to the chairman last night. • a. If it’s approved, then we can proceed.c. Where is the analysis? • b. It’s his trademark. d. We must maximize the profit. • 3. We cannot agree on this issue, and should settle our dispute through arbitration • （仲裁）. • a. Good idea. Let’s get this in the open air. c. What is the agenda? • b. Sorry, I don’t know. d. No, I can do it myself. • 4. We can produce a household appliance that cleans the air. • a. Will it reduce indoor pollution? c. There is no profit. • b. Don’t be modest. d. It does not produce an income. • 5. I have a lot of confidence in our new enterprise. • a. I don’t have any ideas. c. I prefer to export raw materials. • b. It doesn’t matter. d. I’m in agreement.

4. WARM-UP LISTENING Key • Section B • Directions: You will hear 5 short dialogues. After each dialogue, you will hear a question. Both the dialogues and the questions will be spoken two times. After listening to the dialogue and the question, choose the correct answer from the four choices. • 1. a. Teacher and student. c. Boss and employee. • b. Patient and doctor. d. Husband and wife. • 2. a. At a beauty salon. c. At a school. • b. At a post office. d. At a hotel. • 3. a. To discuss investment opportunities. c. To spend money. • b. To save money at the bank. d. To send a fax. • 4. a. To order supplies. c. To invest in the company. • b. To sell office equipment. d. To apply for a job. • 5. a. Forming a partnership. c. Seeing a lawyer. • b. Investing in a new business. d. Exporting resources.

5. WARM-UP LISTENING • 1. W: We have finished the preliminary report. • M: Really? What conclusion have you and your team reached? • Q: What’s the possible relationship between these two speakers? • a. Teacher and student. c. Boss and employee. • b. Patient and doctor. d. Husband and wife. • 2. M: Here’s the fax you’ve been waiting for, ma’am. I hope you are enjoying your stay. • W: Thank you. • Q: Where does this dialogue most probably take place? • a. At a beauty salon. c. At a school. • b. At a post office. d. At a hotel. • 3. W: Can you tell me about some good investment opportunities? • M: Are you interested in long-term or short-term investments? • Q: What does the woman want? • a. To discuss investment opportunities. c. To spend money. • b. To save money at the bank. d. To send a fax.

6. WARM-UP LISTENING • 4. W: We’d like to discuss becoming the supplier for your office equipment. • M: I don’t think you could match the good price we get from our dealer, but let’s talk. • Q: What does the woman want? • a. To order supplies. c. To invest in the company. • b. To sell office equipment. d. To apply for a job. • 5. W: Now that we have agreed to form a partnership, what should we do next? • M: I think we should consult a lawyer to write up a partnership agreement. • Q: What have they agreed upon? • a. Forming a partnership. c. Seeing a lawyer. • b. Investing in a new business. d. Exporting resources.

7. Read and memorize the following expressions. Making Inquiries We’d like to discuss a possible opportunity … Can you tell me about … What are the start-up costs? I would like some more information ... Responding to Inquiries That sounds interesting. Can you tell me more? We have a prospectus ready for investors. First, let’s determine … In other words, you would like to … BASIC SKILLS

8. Cooperation There are advantages of working together. This is beneficial to both parties. If you look at the information, you will find … We need to iron out our differences and reach an agreement. Investment We are prepared to invest 50 percent of the start-up costs. We can supply the capital. We will supply the workforce. BASIC SKILLS

9. Researching Information I wonder if you could help me … One point is unclear to me, however … I do have a question about … Do you have any reports or prospectuses that I could look at? Explaining Key Points Allow me to clarify … Please note the following information … In conclusion, you must agree that … As you can see from the prospectus … BASIC SKILLS

10. LISTENING COMPREHENSION • Section A • Directions:Listen to the conversation. Then mark the answer you think is best. The conversation will be spoken two times. • Words & Expressions • White and Chapman 怀特·查普曼公司 • prospectus n.（企业的）招股章程 • boardroom n.董事会会议室 • partnership n.伙伴关系，合作 • clarify v.阐明，澄清

11. LISTENING COMPREHENSION Tape Script Key • 1. What does the secretary offer to do for the woman? • a. To take her coat. c. To find her a seat. • b. To read her prospectus. d. To prepare documents for her. • 2. What are the man and the woman talking about? • a. Marriage. c. Money. • b. A partnership. d. A joint venture. • 3. What did the woman send the previous week? • a. A prospectus. c. An expensive gift. • b. A partnership agreement. d. An invitation. • 4. What will be the biggest benefit to both companies if they go into partnership? • a. The building structure. c. A good reputation. • b. The tax structure. d. Company shares. • 5. What would the man like the woman to explain? • a. Her experience in business. c. The definition of joint venture. • b. The last paragraph. d. A chart.

12. LISTENING COMPREHENSION Key • MAN 1: Hello! May I help you? • WOMAN: Yes, I’m Mrs. Montague, and I have an appointment with the chairman at two. • MAN 1: Yes, Mrs. Montague, I’m Mr. Liu’s secretary. May I take your coat? Mr. Liu is expecting you. Mr. Liu, Mrs. Montague is here to see you. • WOMAN: Mr. Liu, how nice to meet you! I’m Cecily Montague from White and Chapman. • MAN 2: Mrs. Montague, what a pleasure to meet you! I received your prospectus last week. • WOMAN: What did you think of it? • MAN 2: It was quite interesting. It did raise some good points. That’s why I agreed to see you this week. • WOMAN: I’m glad to hear it. I must admit, I was surprised to hear from you so quickly. • MAN 2: We have a quick response time to good proposals! • WOMAN: I’ll have to tell that to my colleagues. They’ll be glad to hear it.

13. LISTENING COMPREHENSION Key • MAN 2: Let’s have a seat in the boardroom and go over your proposal. • WOMAN: As you can see, White and Chapman can offer certain advantages to a partnership with Liu Incorporated. • MAN 2: Yes, I can see that. The first section is clear on that, particularly the tax structure. • WOMAN: It’s the tax structure that offers the most benefits to both companies. • MAN 2: I do have a question about this last paragraph. • WOMAN: Allow me to clarify that for you.

14. LISTENING COMPREHENSION Tape Script • 1. What does the secretary offer to do for the woman? • a. To take her coat. c. To find her a seat. • b. To read her prospectus. d. To prepare documents for her. • 2. What are the man and the woman talking about? • a. Marriage. c. Money. • b. A partnership. d. A joint venture. • 3. What did the woman send the previous week? • a. A prospectus. c. An expensive gift. • b. A partnership agreement. d. An invitation. • 4. What will be the biggest benefit to both companies if they go into partnership? • a. The building structure. c. A good reputation. • b. The tax structure. d. Company shares. • 5. What would the man like the woman to explain? • a. Her experience in business. c. The definition of joint venture. • b. The last paragraph. d. A chart.

15. LISTENING COMPREHENSION • Notes for Language and Culture • partnership合伙或合作关系；伙伴关系；合作企业。例如： • enter/go into partnership with sb. 同某人结成伙伴关系；与某人合股 • a limited partnership 两合公司，有限合伙公司 • an unlimited partnership 无限公司 • private partnership 私人合伙公司

16. LISTENING COMPREHENSION • Section B • Directions: Listen to the conversation. Then decide if the sentences below are true or false. Mark the correct answer with a “√”. The conversation will be spoken two times. • 1. The woman wants to form a corporation with the man. truefalse • 2. The man does not want to do research on the market. truefalse • 3. The man does not want to rush into a partnership. truefalse • 4. It is the woman who suggests forming a partnership. true false • 5. The woman is an expert in partnerships and corporations. truefalse Tape Script Key

17. LISTENING COMPREHENSION Key • WOMAN: I think it’s time we combined our businesses and formed a partnership. • MAN: Really? What are the advantages of that? • WOMAN: If we combine our resources, we can reach a bigger market. • MAN: Perhaps, but we can’t rush anything. • WOMAN: So, what do you suggest we do? • MAN: First, we would need to research the market carefully. • WOMAN: Is this market research something our team can do, or should we go to an outside source for help? • MAN: One of our partners specializes in this type of research. We can handle that on our end. • WOMAN: I’m glad to hear that! Market research and analysis are expensive. • MAN: Expensive, but necessary. If analysis showed a potential for profit, we would need to decide on the type of partnership.

18. LISTENING COMPREHENSION • WOMAN: Type of partnership? • MAN: For example, a limited partnership, general partnership, or a full • corporation. • WOMAN: I thought they were the same! • MAN: No, they are very different, and each requires a special sort of • government regulation and approval. • WOMAN: I didn’t realize it was so complicated! • MAN: Yes, there’s more to business than meets the eye. Key

19. LISTENING COMPREHENSION • 1. The woman wants to form a corporation with the man. true false • 2. The man does not want to do research on the market. true false • 3. The man does not want to rush into a partnership. true false • 4. It is the woman who suggests forming a partnership. truefalse • 5. The woman is an expert in partnerships and corporations. true false Tape Script

20. LISTENING COMPREHENSION • Notes for Language and Culture • ① rush此处的意思是“匆忙地做，匆忙达成”。常见的用法还有： • · The bill was rushed through. 议案匆匆通过了。 • · Don’t rush me; I must think it over. 别催我，我得考虑一下。 • · rush the boats 抢着上船 • ② We can handle that on our end.我们自己能处理这件事。End在此处 • 的意思是（经营活动的）部分、方面。例如： • · Are there any problems at your end? 你那边有什么问题吗？ • ③ there is more to sb./sth. than meets the eye 某人（或物）比料想的 • 更为复杂（或有趣）

21. LISTENING COMPREHENSION • Section C • Directions: Listen to the short passage and answer the following questions. The passage will be spoken two times. • Words & Expressions • fisherman n.渔夫 • dock n.码头 • catch n.总捕获量 • crew n.船员 • retire v.退休

22. LISTENING COMPREHENSION Tape Script Key • 1. Why did the banker go to Hainan Island? • The man went to Hainan for a . • 2. How many fish did the fisherman catch? • The fisherman caught just enough for his • family’s dinner, with . • 3. Why did the fisherman catch so few fish? • He wanted to go home, play with his son, eat his wife’s cooking, . • 4. What did the banker offer the man? • The banker offered to . • 5. What were the advantages of the partnership? • The fisherman could and then retire.

23. LISTENING COMPREHENSION Key • An investment banker from Beijing took a short holiday on Hainan Island. As he sat in the sun, he saw a fisherman pull into the dock with a small catch of fish. He commented on the small size of the catch. “Oh,” said the fisherman, “I just caught enough for my family’s dinner, and a few more to sell.” Amazed, the banker asked why the man didn’t stay out longer and catch more fish. “I have enough,” the fisherman replied. “I want to go home now, play with my son, eat my wife’s cooking, and sit and enjoy the sun.” • The banker shook his head. “Wrong, wrong, wrong,” he said. “Let’s set up a partnership. I will loan you money to buy more boats, and add more crew. You can stay out and fish all day—even for two or three days at a time—come back, and sell the fish. You can pay me back with interest for the investment, and we can reinvest the profit in other businesses. If you’re willing to work really hard, in 25 years you will be a rich man, and can retire.” “Really?” asked the fisherman. “And what would I do then?” “Why,” replied the banker, “then you could play with your son, eat your wife’s cooking, and sit and enjoy the sun.”

24. LISTENING COMPREHENSION • 1. Why did the banker go to Hainan Island? • The man went to Hainan for a short holiday. • 2. How many fish did the fisherman catch? • The fisherman caught just enough for his family’s dinner, with a few • left/more to sell. • 3. Why did the fisherman catch so few fish? • He wanted to go home, play with his son, eat his wife’s cooking, and sit and • enjoy the sun. • 4. What did the banker offer the man? • The banker offered to set up a partnership. • 5. What were the advantages of the partnership? • The fisherman could be a rich man/make enough money in 25 years and • then retire. Tape Script

25. COMPOUND DICTATION • Section A • Directions:Write down the sentences that you hear. The sentences will be • spoken three times. • 1. ____________________________________________________ • 2. ____________________________________________________ • 3. ____________________________________________________ • 4. ____________________________________________________ • 5. ____________________________________________________ Key

26. COMPOUND DICTATION • 1. What are the advantages of investing in your business? • 2. What can you offer our company to help us maximize our profit potential? • 3. Is there a report or anything else I can read to get more information? • 4. Please clarify that final point for me. I am not sure of its meaning. • 5. I’d like to discuss the possibility of setting up a partnership with you.

27. COMPOUND DICTATION Key • Section B • Directions: Listen to the passage and fill in the blanks with the missing words. The • passage will be spoken two times. • Before you go into business with anybody, you should _____________ very hard about what you wish to achieve. What are your strengths and weaknesses, and those of your partner? How much time and money will each of you put into this new business? All of these _____________ must be resolved before you begin. You should have an attorney draw up a signed _____________ which explains how you and your partner can buy each other out, or stop doing business together, _____________ hurting the business. And finally, you should have a clear understanding of the rights and _____________ of each of the partners involved. Talking to an attorney or someone with a lot of _____________ can help to clarify a lot of issues before they become problems.

28. COMPOUND DICTATION • Before you go into business with anybody, you should stop and think very hard about what you wish to achieve. What are your strengths and weaknesses, and those of your partner? How much time and money will each of you put into this new business? All of these issues must be resolved before you begin. You should have an attorney draw up a signed partnership agreement which explains how you and your partner can buy each other out, or stop doing business together, without hurting the business. And finally, you should have a clear understanding of the rights and responsibilities of each of the partners involved. Talking to an attorney or someone with a lot of business experience can help to clarify a lot of issues before they become problems.

29. FOLLOW-UP SPEAKING • Section A • I. Listen In and Speak Out • Directions:Listen to the conversation and repeat it sentence by sentence. • Words & Expressions • financial statements 财务报告 • venture n.企业 • brainstorm v.集体讨论 • pitfall n.危险，困难 • deadline n.最后期限，截止日期

30. FOLLOW-UP SPEAKING • WOMAN: You have met with us several times, and reviewed our financial statements. Have you made a decision? • MAN: Cooperation between our two companies could be profitable, but we do need to discuss a few details first. • WOMAN: I agree: there are advantages for both companies to work together, ① but we do need to clarify our roles in a new venture. • MAN: My point exactly. I would like our teams to meet to brainstorm possible pitfalls and difficulties before we draw up the final agreement. • WOMAN: Excellent idea. I would also like a chance to meet with your team toanswer any question they might have. ② • MAN: I’ll have to clear that with my boss first, ③ although I can’t see how that would be a problem. • WOMAN: Good! Talk to your team first, and then give me a call. We should try to close this deal ④ before the end of the month, if possible. • MAN: That’s pushing it, if you ask me. • WOMAN: Pushing it? What do you mean? • MAN: That’s a little too fast. By the end of next month is a more reasonable deadline.

31. II. Practice Directions: Act out the conversation by using the following expressions. ① ... there are advantages for both companies to work together, … this is beneficial for both companies, … both sides will benefit from cooperation, … this is profitable for everyone involved, ②… to answer any question they might have. … to clarify any point they might make. … to address any concern they might show. … to discuss any possible conflict. ③ I’ll have to clear that with my boss first. I need to run that past my supervisor first. I will need my manager’s approval. My supervisor needs to approve that idea. ④ We should try to close this deal … We need to come to a full and final agreement … We will finalize our business arrangement … We should sign our formal agreement … FOLLOW-UP SPEAKING Sample

32. FOLLOW-UP SPEAKING • III Sample Conversation • WOMAN: You have met with us several times, and reviewed our financial • statements. Have you made a decision? • MAN: Cooperation between our two companies could be profitable, but we do • need to discuss a few details first. • WOMAN: I agree: both sides will benefit from cooperation, but we do need to • clarify our roles in a new venture. • MAN: My point exactly. I would like our teams to meet to brainstorm possible • pitfalls and difficulties before we draw up the final agreement. • WOMAN: Excellent idea. I would also like a chance to meet with your team to • address any concern they might show. • MAN: I will need my manager’s approval, although I can’t see how that would • be a problem. • WOMAN: Good! Talk to your team first, and then give me a call. We will finalize • our business arrangement before the end of the month, if possible. • MAN: That’s pushing it, if you ask me. • WOMAN: Pushing it? What do you mean? • MAN: That’s a little too fast. By the end of next month is a more reasonable • deadline.

33. FOLLOW-UP SPEAKING • Section B • I. Listen In and Fill Out • Directions: Listen to the conversation and fill in the blanks with the missing words, consulting the useful expressions in the box if you have difficulty. • Words & Expressions • catering n.饮食服务，酒席承办 • laundry n.洗衣业务 • pamphlet n.小册子，手册

34. FOLLOW-UP SPEAKING Key • MAN: Good morning, ma’am. How can I help you? • WOMAN: _________________① I would like to talk to someone in your company about a possible business opportunity. • MAN: Could you give me a little more information? • WOMAN: Yes, I manage a small catering firm, and I understand that you have been looking for a company to supply breakfast and lunch to your workers. • ① May I ask for some information, please? • Can you tell me whom I can find to speak with? • Could you direct me, please? • Can you help me find the right person to speak with?

35. FOLLOW-UP SPEAKING Key • MAN: Oh yes, then you should speak to me. I’m Mr. Wang from Human Resources. • WOMAN: _________________② as well as menus and our price list. We could start tomorrow if you need us. • MAN: _________________③ Perhaps you could leave the samples and information, and I’ll get back to you as soon as possible. • WOMAN: Thank you. • ② I’d like to leave some samples with you • Here are some samples for you • Please do me a favor and see some samples • Would you like to see some samples • ③ Let me discuss this with my co-workers first. • I’ll have to ask the manager for instructions. • I need to talk to the rest of the team first. • I’ll have to talk to the manager about that.

36. FOLLOW-UP SPEAKING • MAN: Good morning, ma’am. How can I help you? • WOMAN: Could you direct me, please?① I would like to talk to someone in your company about a possible business opportunity. • MAN: Could you give me a little more information? • WOMAN: Yes, I manage a small catering firm, and I understand that you have been looking for a company to supply breakfast and lunch to your workers. • MAN: Oh yes, then you should speak to me. I’m Mr. Wang from Human Resources. • WOMAN: I’d like to leave some samples with you② as well as menus and our price list. We could start tomorrow if you need us. • MAN: I’ll have to talk to the manager about that.③ Perhaps you could leave the samples and information, and I’ll get back to you as soon as possible. • WOMAN: Thank you.

37. FOLLOW-UP SPEAKING Sample • II. Practice • Directions: Act out the conversation by using the following information. • ①laundry • wash clothes for your workers • Here is my address … • services we offer • information • ②shipping office • transport goods for your factory • Here is my telephone number … • a brief introduction of our company • information

38. FOLLOW-UP SPEAKING Sample • ③an appliance center • maintain your office appliances • Here is the address and the telephone number of my company … • a pamphlet of the services we offer and our price list • information

39. FOLLOW-UP SPEAKING • III. Sample Conversation • MAN: Good morning, ma’am. How can I help you? • WOMAN: May I ask for some information, please? I would like to talk to someone in your company about a possible business opportunity. • MAN: Could you give me a little more information? • WOMAN: Yes, I manage an appliance center, and I understand that you have been looking for a company to maintain your office appliances. • MAN: Oh yes, then you should speak to me. I’m Mr. Wang from Human Resources. • WOMAN: Here is the address and the telephone number of my company as well as a pamphlet of the services we offer and our price list. We could start tomorrow if you need us. • MAN: I’ll have to ask the manager for instructions. Perhaps you could leave the information, and I’ll get back to you as soon as possible. • WOMAN: Thank you.

40. 制作：译林出版社高等英语事业部